Research

Publications

Journal Articles

  • Tully, S. M., & Sharma, E. (2022). Consumer Wealth. Consumer Psychology Review, 5(1), 125-143. https://doi.org/10.1002/arcp.1073
  • Dias, R. S., Sharma, E., & Fitzsimons, G. Spending and Happiness: The Role of Perceived Financial Constraints. Journal of Consumer Research, 49(3), 373-388. https://doi.org/10.1093/jcr/ucab075
  • De La Rosa, W., Sharma, E., Tully, S. M., Giannella, E., & Rino, G. (2021). Psychological ownership interventions increase interest in claiming government benefits. Proceedings of the National Academy of Sciences, 118(35). https://doi.org/10.1073/pnas.2106357118
  • Sharma, E., Tully, S., & Cryder, C. (2021). Psychological Ownership of (Borrowed) Money. Journal of Marketing Research, 58(3), 497–514. https://doi.org/10.1177/0022243721993816
  • Hill, R. P., & Sharma, E. (2020). Consumer Vulnerability. Journal of Consumer Psychology, 30(3), 551–570. https://doi.org/10.1002/jcpy.1161
  • Paley, A., Tully, S. M., & Sharma, E. (2019). Too Constrained to Converse: The Effect of Financial Constraints on Word-of-Mouth. Journal of Consumer Research. Published. https://doi.org/10.1093/jcr/ucy040
  • Tully, S. M., & Sharma, E. (2018). Context-Dependent Drivers of Discretionary Debt Decisions: Explaining Willingness to Borrow for Experiential Purchases. Journal of Consumer Research, 44(5), 960–973. https://doi.org/10.1093/jcr/ucx078
  • P. Keller, Sharma, E. A Penny Saved is Not a Penny Earned: When Decisions to Earn and Save Compete for Consumer Resources. Journal of the Association for Consumer Research, 2(1), 2017. https://www.journals.uchicago.edu/doi/abs/10.1086/690462
  • Sharma, E., & Morwitz, V. G. (2016). Saving the masses: The impact of perceived efficacy on charitable giving to single vs. multiple beneficiaries. Organizational Behavior and Human Decision Processes, 135, 45–54. https://doi.org/10.1016/j.obhdp.2016.06.001
  • Sussman, A. B., Sharma, E., & Alter, A. L. (2015). Framing charitable donations as exceptional expenses increases giving. Journal of Experimental Psychology – Applied, 21(2), 130–139. https://doi.org/10.1037/xap0000047
  • Sharma, E., Mazar, N., Alter, A. L., & Ariely, D. (2014). Financial deprivation selectively shifts moral standards and compromises moral decisions. Organizational Behavior and Human Decision Processes, 123(2), 90–100. https://doi.org/10.1016/j.obhdp.2013.09.001
  • Kappes, H. B., Sharma, E., & Oettingen, G. (2013). Positive fantasies dampen charitable giving when many resources are demanded. Journal of Consumer Psychology, 23(1), 128–135. https://doi.org/10.1016/j.jcps.2012.02.001
  • Sharma, E., & Alter, A. L. (2012). Financial Deprivation Prompts Consumers to Seek Scarce Goods. Journal of Consumer Research, 39(3), 545–560. https://doi.org/10.1086/664038

Book Chapter

Journal Articles

  • Tully, S. M., & Sharma, E. (2021). Consumer Wealth. Consumer Psychology Review. Published.
  • Dias, R. S., Sharma, E., & Fitzsimons, G. (accepted). Spending and Happiness: The Role of Perceived Financial Constraints. Journal of Consumer Research. https://doi.org/10.1093/jcr/ucab075
  • De La Rosa, W., Sharma, E., Tully, S. M., Giannella, E., & Rino, G. (2021). Psychological ownership interventions increase interest in claiming government benefits. Proceedings of the National Academy of Sciences, 118(35). https://doi.org/10.1073/pnas.2106357118
  • Sharma, E., Tully, S., & Cryder, C. (2021). Psychological Ownership of (Borrowed) Money. Journal of Marketing Research, 58(3), 497–514. https://doi.org/10.1177/0022243721993816
  • Hill, R. P., & Sharma, E. (2020). Consumer Vulnerability. Journal of Consumer Psychology, 30(3), 551–570. https://doi.org/10.1002/jcpy.1161
  • Paley, A., Tully, S. M., & Sharma, E. (2019). Too Constrained to Converse: The Effect of Financial Constraints on Word-of-Mouth. Journal of Consumer Research. Published. https://doi.org/10.1093/jcr/ucy040
  • Tully, S. M., & Sharma, E. (2018). Context-Dependent Drivers of Discretionary Debt Decisions: Explaining Willingness to Borrow for Experiential Purchases. Journal of Consumer Research, 44(5), 960–973. https://doi.org/10.1093/jcr/ucx078
  • P. Keller, Sharma, E. A Penny Saved is Not a Penny Earned: When Decisions to Earn and Save Compete for Consumer Resources. Journal of the Association for Consumer Research, 2(1), 2017. https://www.journals.uchicago.edu/doi/abs/10.1086/690462
  • Sharma, E., & Morwitz, V. G. (2016). Saving the masses: The impact of perceived efficacy on charitable giving to single vs. multiple beneficiaries. Organizational Behavior and Human Decision Processes, 135, 45–54. https://doi.org/10.1016/j.obhdp.2016.06.001
  • Sussman, A. B., Sharma, E., & Alter, A. L. (2015). Framing charitable donations as exceptional expenses increases giving. Journal of Experimental Psychology – Applied, 21(2), 130–139. https://doi.org/10.1037/xap0000047
  • Sharma, E., Mazar, N., Alter, A. L., & Ariely, D. (2014). Financial deprivation selectively shifts moral standards and compromises moral decisions. Organizational Behavior and Human Decision Processes, 123(2), 90–100. https://doi.org/10.1016/j.obhdp.2013.09.001
  • Kappes, H. B., Sharma, E., & Oettingen, G. (2013). Positive fantasies dampen charitable giving when many resources are demanded. Journal of Consumer Psychology, 23(1), 128–135. https://doi.org/10.1016/j.jcps.2012.02.001
  • Sharma, E., & Alter, A. L. (2012). Financial Deprivation Prompts Consumers to Seek Scarce Goods. Journal of Consumer Research, 39(3), 545–560. https://doi.org/10.1086/664038

Book Chapter

Manuscripts Under Review & In Preparation

  • With R. Dias and G. Fitzsimmons, “Financial Constraints and Purchase Happiness,” under review.
  • With S. Tully and X. Wang, “Beyond Myopia: Scarcity and Intertemporal Choice Reversals,” under review.
  • With W. De la Rosa, Wendy, S. Tully, E. Giannella, and G. Rino, “Psychological Ownership of Money: Interventions for Government Benefits,” working paper.

Selected Research in Progress

  • With R. Dias and G. Fitzsimons, “Quality vs. Quantity Tradeoffs”
  • With S. Tully and S. Shu, “Psychological Ownership of Money: A Scale”

Teaching

Ranked Best 40 under 40 Professors by Poets&Quants
Eesha-Sharma_Tuck-PoetsAndQuants-40under40-Professors
Fowler College of Business

Undergraduate Level

Consumer Behavior (required core, 2020 – present)

Rady School of Management

Graduate Level

Executive MBA (required core, 2020 – present)

TUCK SCHOOL OF BUSINESS

Graduate level

Tuck MBA Program: Consumer Insights, (elective, 2013–16; 2019–2020)
Thayer MEM Program: Introduction to Marketing, (required core, 2014–16)


Undergraduate level

Dartmouth College Undergraduate Program: Introduction to Marketing, (elective 2016–17)
TuckLAB (elective, 2019–2020)

LEONARD N. STERN SCHOOL OF BUSINESS

Undergraduate level

Introduction to Marketing (required core, 2011)
Teaching fellow positions: Consumer Behavior (elective, 2007), Introduction to Marketing (required core, 2008), Strategic Marketing (elective, 2008)

Presentations

  • San Diego State University, Fowler College of Business, September 2020
  • MIT, Sloan School of Business, February 2020
  • University of Colorado, Leeds School of Business, January 2020
  • Northeastern University, D’Amore-McKim School of Business, December 2019
  • Carnegie Mellon, Center for Behavioral and Decision Research, November 2019
  • Federal Reserve / George Washington University Global Financial Literacy Excellence Center (GFLEC) Financial Literacy Seminar Series, October 2019
  • Duke University, Fuqua School of Business, October 2019
  • Cornell University, SC Johnson College of Business, September 2019
  • CMO Assembly, Millennial Conference, September 2019
  • UCSD, Rady School of Management, May 2019
  • Washington University in St. Louis, Olin Business School, April 2019
  • University of Chicago, Booth School of Business, February 2019
  • Northwestern University / Kellogg, Psychology, Marketing, & Management Seminar, February 2019
  • University of Pennsylvania, Wharton School of Business, April 2018
  • Georgetown University, McDonough School of Business, February 2018
  • IDEO, Invitation to discuss how to design offerings for the working poor in America, August 2017
  • University of Southern California, Marshall School of Business, November 2016
  • Bocconi University, October 2016
  • University of London, London Business School, March 2016
  • Katholiek Universiteit (KU) Leuven, March 2016

(continued)

  • VU University Amsterdam, March 2016
  • Rotterdam School of Management, Erasmus University, March 2016
  • UCLA, Anderson School of Management, January 2016
  • Boston University, Questrom School of Business, October 2015
  • Columbia University, Columbia Business School, February 2015
  • UCLA, Anderson School of Management, February 2015
  • Invited address, Society for Personality and Social Psychology’s Judgment and Decision Making Pre- conference, February 2015
  • Board presentation, Humane Society for Greater Nashua, New Hampshire, June 2014
  • Dartmouth College, Tuck School of Business, Marketing Camp, May 2014
  • Stanford University, Graduate School of Business, October 2012
  • University of Michigan, Ross School of Business, October 2012
  • University of Miami, School of Business Administration, October 2012
  • University of Colorado, Leeds School of Business, October 2012
  • University of Toronto, Scarborough, October 2012
  • University of Arizona, Eller College of Management, October 2012
  • Carnegie Mellon University, Tepper School of Business, September 2012
  • Villanova University, Villanova School of Business, September 2012
  • University of British Columbia, Sauder School of Business, September 2012
  • University of Texas at San Antonio, College of Business, September 2012
  • Dartmouth College, Tuck School of Business, September 2012

PRESENTING AUTHOR IN BOLD

  • De La Rosa, Wendy, Stephanie M. Tully, Eesha Sharma, Eric Giannella, and Gwen Rino (March 2021), “Psychological Ownership as an Intervention: Addressing the Government Benefits Participation Gap,” Society for Consumer Psychology, Virtual Conference.
  • De la Rosa, Wendy, Stephanie M. Tully, Eesha Sharma, Eric Giannella, and Gwen Rino (December 2020), “Psychological Ownership of Money: Interventions for Government Benefits,” Society for Judgment and Decision Making, Virtual Conference.
  • Sharma, Eesha, Stephanie M. Tully, and Cynthia Cryder (October 2019), “Psychological Ownership of (Borrowed) Money,” Association for Consumer Research, Atlanta, Georgia.
  • Sharma, Eesha, Stephanie M. Tully, and Xiang Wang (October 2019), “Scarcity and Intertemporal Choice,” Association for Consumer Research, Atlanta, Georgia.
  • Sharma, Eesha, Stephanie M. Tully, and Cynthia Cryder (October 2019), “Psychological Ownership of (Borrowed) Money,” Northeast Marketing Conference (NEMC), Boston, Massachusetts.
  • Sharma, Eesha (Workshop Chair), Amar Cheema, Keri Kettle, Angela Lee, Annamaria Lusardi, Avni Shah, Manoj Thomas, Stephanie Tully, Gulden Ulkumen, and Gal Zauberman (May-June 2019), “Financial Situations and Decisions: Perspectives for Research, Practice, and Policy,” 11th Triennial Invitational Choice Symposium, Cambridge, MD.
  • Tully, Stephanie M., Eesha Sharma, and Gil Appel (March 2019), “Searching for Superman: Financial Deprivation Increases Interest in Superheroes,” Society for Consumer Psychology, Savannah, GA.
  • Sharma, Eesha (January 2019), “Financial Situations and Decisions”, MSI Young Scholars Conference, Park City, UT.
  • Sharma, Eesha, Stephanie M. Tully, and Cynthia Cryder (August 2018), “All Debt is Not Created Equal: Effects of Debt Form on Financial Well-being and Debt Decisions,” Summer AMA, Boston, MA.
  • Sharma, Eesha, Stephanie M. Tully, and Gil Appel (June 2018), “I Need a Hero: Lower Financial Well-being Increases Interest in Superheroes,” Marketing Science, Philadelphia, PA.
  • Sharma, Eesha, Stephanie M. Tully, and Cynthia Cryder (February 2018), “All Debt is Not Created Equal: Effects of Debt Form on Financial Well-being and Debt Decisions,” Society of Consumer Psychology, Dallas, TX.
  • Paley, Anna, Stephanie M. Tully, and Eesha Sharma (October 2017), “Too Constrained to Converse: Financial Constraints Reduce Word-of-mouth,” Association for Consumer Research, San Diego, CA.
  • Paley, Anna, Stephanie M. Tully, and Eesha Sharma (June 2017), “Too Constrained to Converse: Financial Constraints Reduce Word-of-mouth,” Marketing Science, Los Angeles, CA.
  • Sharma, Eesha and Stephanie M. Tully (May 2017), “Drivers of Discretionary Debt Decisions: Explaining Willingness to Borrow for Experiential and Material Purchases,” Poster at the Boulder Summer Conference for Consumer Financial Decision Making, Boulder, CO.
  • Paley, Anna, Stephanie M. Tully, and Eesha Sharma (February 2017), “The Effect of Financial Constraints on Social Sharing,” Society for Consumer Psychology, San Francisco, CA.
  • Sharma, Eesha and Punam A. Keller (October 2016), “Financial Inability or Financial Savvy? Subjective Financial Well-being Shapes Preferences for Discounted Purchases,” Association for Consumer Research, Berlin, Germany.
  • Sharma, Eesha and Stephanie M. Tully (October 2016), “Discretionary Debt Decisions: Consumer Willingness to Borrow for Experiences and Material Goods,” Association for Consumer Research, Berlin, Germany.

(continued)

  • Sharma, Eesha and Stephanie M. Tully (February 2016), “Borrowing for Discretionary Purchases: An Examination of Factors Prompting Consumers to Incur Debt Based on the Underlying Purchase,” Society for Consumer Psychology, St. Pete Beach, FL.
  • Sharma, Eesha and Stephanie M. Tully (January 2016), “Borrowing for Discretionary Purchases: An Examination of Factors Prompting Consumers to Incur Debt Based on the Underlying Purchase,” Society for Personality and Social Psychology, San Diego, CA.
  • Sharma, Eesha and Stephanie M. Tully (February 2015), “Now or Never: Perceived Time-Sensitivity Predicts Willingness to Borrow for Experiences and Material Goods,” North East Marketing Conference, Boston, MA.
  • Sharma, Eesha and Punam A. Keller (November 2014), “Financial Deprivation Shifts Resource Allocation from Saving to Earning,” Society for Judgment and Decision Making, Long Beach, CA.
  • Sharma, Eesha and Punam A. Keller (October 2014), “A Dollar Saved Is Not a Dollar Earned: Financial Deprivation Shifts Focus from Saving to Earning,” Association for Consumer Research, Baltimore, MD.
  • Sussman, Abigail B., Eesha Sharma, and Adam L. Alter (July 2014), “Exceptional Framing Enhances Charitable Behavior,” Behavioral Decision Research in Management (BDRM), London, UK.
  • Sharma, Eesha and Punam A. Keller (May 2014), “A Dollar Saved Is Not a Dollar Earned: Financial Deprivation Shifts Focus from Saving to Earning,” Theory and Practice in Marketing, Evanston, IL.
  • Sharma, Eesha and Stephanie M. Tully (May 2014), “Get It While You Can: The Perceived Temporal Scarcity of Experiential Expenses Increases Willingness to Borrow,” Poster at the Boulder Summer Conference for Consumer Financial Decision Making, Boulder, CO.
  • Sussman, Abigail B., Eesha Sharma, and Adam L. Alter (November 2013), “Exceptional Framing Enhances Charitable Behavior,” Society for Judgment and Decision Making, Toronto, Canada.
  • Sharma, Eesha, Nina Mazar, Adam L. Alter, and Dan Ariely (February 2012), “Trading Morality for Money: Financial Deprivation Induces Moral Hypocrisy,” Society for Consumer Psychology, Las Vegas, NV.
  • Sharma, Eesha and Adam L. Alter (January 2012), “A Novel Response to Economic Hardship: Financial Deprivation Enhances the Selection, Detection, and Consumption of Scarce Goods,” Society for Personality and Social Psychology, San Diego, CA.
  • Sharma, Eesha, Nina Mazar, Adam L. Alter, and Dan Ariely (November 2011), “The Heat of Economic Hardship: Empathy Gaps Induce Moral Hypocrisy,” Society for Judgment and Decision Making, Seattle, WA.
  • Sharma, Eesha, Nina Mazar, Adam L. Alter, and Dan Ariely (October 2011), “The Heat of Economic Hardship: Empathy Gaps Induce Moral Hypocrisy,” Association for Consumer Research, St. Louis, MO.
  • Sharma, Eesha and Adam L. Alter (October 2011), “A Novel Response to Economic Hardship: Financial Deprivation Enhances the Selection, Detection, and Consumption of Scarce Goods,” Association for Consumer Research, St. Louis, MO.
  • Sharma, Eesha and Adam L. Alter (February 2011), “Beggars Will Be Choosers: Financial Deprivation Induces Responsiveness to Scarcity,” Society for Consumer Psychology, Atlanta, GA.
  • Sharma, Eesha and Adam L. Alter (November 2010), “Beggars Will Be Choosers: Financial Deprivation Induces Responsiveness to Scarcity,” Society for Judgment and Decision Making, St. Louis, MO.
  • Sharma, Eesha and Vicki G. Morwitz (October 2010), Chaired symposium on Psychological Aspects ofCharitable and presented “One vs. Many: The Effect of Efficacy on Charitable Giving,” Association for Consumer Research, Jacksonville, FL.